How to create a Simple Customer Discovery Plan (SaaS)
Originally published: 12/05/2020 15:08
Publication number: ELQ-49178-1
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How to create a Simple Customer Discovery Plan (SaaS)

This post aims to share a very simple and actionable plan to conduct customer discovery at early-stage.

Introduction

We are in 2019, an unbelievable number of articles, guides, and other white papers has been written about customer discovery already, and yet, I feel like plenty of early-stage founders could spend much more time talking to potential customers.
This post aims to share a very simple and actionable plan to conduct customer discovery at early-stage.

  • Step n°1 |

    Goal: Talking to more prospects to articulate better Persona — Pain Point — Value Proposition.

    Let’s start by defining what the goal of this customer discovery plan is: to articulate clearly Persona — Pain Point — Value Proposition.


    Persona: the description of your prospect/customer profile. The more precise this description is, the better.


    Pain Point: the pain point you solve for this specific persona. The clearer the pain point is, the better.


    Value Proposition: how your product solves (or will) this pain point. The sharper your value proposition is (concise and straightforward), the better.


    The goal of this customer discovery campaign is to end up with a very simple spreadsheet where you have ranked two to three (maximum) of these “persona — pain point — value proposition” combinations, validated by enough interviews (> 10). You can keep all the “persona, pain point and value proposition” tested (or that you will test), in a backlog tab.

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